Learn how Radar was able to start creating orders within 60 seconds or less.
As Radar has grown, it became critical that sales reps could quickly generate easy-to-understand and sign quotes for their prospects. Specifically, they needed a way to create orders within 60 seconds or less.
One of RevOps’ advantages over other options I've tried is the ability to easily leverage the entire ecosystem of other tools we use, giving us the flexibility to 'do the right thing in the way that is easiest for us'.
With RevOps, Sellers are empowered to share quotes with customers faster and with greater consistency, and I can remain proactive in helping them in other ways.
Vanessa Hammer is a Director, Sales Operations at Radar, the leading geofencing platform that enables businesses to build location-based app experiences faster and grow revenue with SDKs and APIs for geofencing, trip tracking, geocoding, and search.
Q: What were your goals when implementing RevOps?
Vanessa: When we connected with RevOps, our primary goal was to make it dead easy for our salespeople to create easy-to-understand, easy-to-sign (for the customer), and complete quotes. Specifically, I was aiming for a way to create order forms in 60 seconds or less, knowing that anything longer would mean sellers would,
1. Spend too much time on it
2. Get confused
3. Rely on me to help, making me a huge bottleneck.
As with anything, once a system is creating drag (through errors or complexity), users stop using it. I really wanted to avoid that. To do this, we needed SKUs that work with our tiered pricing (really wanted to minimize the number of SKUs we have to manage), easy integration with Salesforce (that is, if I adjust a SKU in RevOps, I don't need to then make the same adjustment in Salesforce, or vice versa), and the flexibility to add/adjust Terms on the fly.
With RevOps, we've achieved this goal. As a result, sellers are empowered to get quotes in front of customers faster and with greater consistency and can remain proactive in helping them in other ways.
Q: What was your experience with other vendors?
Vanessa: My experience with other vendors in the past had been so bad (clunky interfaces, confusing terminology, or a maintenance headache) that I had relied on myself. At a previous company, I had created a custom VisualForce Order Form that worked fine for creating the order form but lacked other functionality that helps us move quickly and with purpose. For example, the ability to easily submit, review, and approve order forms, the ability to see when a customer has opened the form, and the peace of mind that my VisualForce skills aren't the bottleneck to more flexibility in how the form looks, feels, and operates. We just didn't have full visibility, and having it now has been extremely valuable in helping us collaborate more effectively and better serve our customers.
Q: What has been your experience with RevOps?
Vanessa: I'm delighted that the RevOps team is so responsive and that I've been able to provide some thoughts on what will (and won't) be beneficial for our business in the future. For example, the ability to white-label entire email domains to allow them to view an Order Form is a feature that will enable our customers to share the document internally easily. Soon after I highlighted this need to RevOps, the functionality was released.
Q: How Does RevOps Compare to Other Solutions?
Vanessa: One of the great advantages of RevOps over other options I've tried is that you allow us to easily leverage the full ecosystem of other tools we use, which gives us a lot of flexibility to 'do the right thing in the way that is easiest for us.'
For example, for customers who are just really picky about layout or terminology, I can export the Order Form to Word, edit it there, and then send it along. Unfortunately, some other services are restrictive, with only PDF export or imperfect editing tools that mimic, but don't quite match, a word processor—this is just one example.
For any issues we've encountered, there has always been a quick fix or workaround. But, as a growing company, we want to choose revenue stack components that will serve us today and through our next stages of growth, and RevOps really fits the bill.